LSG Part 1 3_21_23

Michelle Terpstra21min

Michelle Terpstra

00:03

Awesome, awesome. Get our my otter in here. And just if you just join, we're sharing what we're grateful for in the chat while we're waiting for everyone to jump in.

Speaker 1

00:41

Otter is joining five more people.

Michelle Terpstra

00:49

Yay. All right, let's rock and roll. So first of all, I am so grateful to be here and all of the time that I have spent with every single one of you. I've been working with Bob for a year now. And I'm so excited because his team is now taking over all of the training on transformational conversations. So this is my last call with you. And it's sad. But it's also really exciting for the love, serve, grow company and everything that Bob's doing, because my goal is to prepare companies and businesses to be able to execute on these things on their own. And so it is a happy and a sad moment at the same time. But I am so grateful for every single one of you that said yes to the new program, and yes to showing up here consistently, to improve your selling skills, and to change more lives and to reconnect with what transformational selling really, really is. And I just wanted to celebrate you all. And don't be strangers. If we're not connected on social, please come connect with me. And let me know how that you're part of the love serve grow community. And I want to continue to support everyone and be cheering you on, because you're all doing amazing work. So thank you so much for showing up and being here and doing all the things that I know, excuse me, that I know can be challenging and scary. But at the end of the day, it's the way that we're building our businesses and making a impact in the world. So I'm celebrating you all right now. All right, thank you, Hannah. Okay, let's go ahead and jump right in to everything that was submitted. And why is my otter not going hold on I want to make sure my otter is going because it's very important I love the that's not it. Oh, that's so bizarre. Hold tight. Wonder why she didn't join me make sure that she's not in here. I know she I've just named her my my otter okay oops

Michelle Terpstra

03:09

Okay, here we go we're rockin and rollin now share my screen pull up my email here and we will ready to rock and roll Okay, starting at the bottom here we have Kathy Carlson

Speaker 1

03:36

can we see if she resubmitted this on the form

Michelle Terpstra

03:45

they get my out of office response and often okay, no All right. So I will try to do it this way. The images are really really big but I'm sure we can figure this out. Open up in a new window Alright, so I don't know what Kathy does because she did not submit the the form that's requested. So Kathy, if you're here you can let me know in Oh, I see you Kathy if you could just let me know what you're selling so I have context that would be great. I'm just gonna give her a second to respond in the chat

Michelle Terpstra

04:31

great, Arbonne. Fantastic, super familiar with it have a fistic every day. All right. Here we go. Good. Good morning, Brenda. Thank you for coming to Jodi's party. I would love to get to know you. How do you know Jody? I met her through Facebook. Okay. Oh, cool. What do you do? What do you do for work? I'm currently a consultant for Pampered Chef and 31. Yes. So you have two side hustles Yes. right now and I'm a stay at home mom as well to my busy 15 year old daughter, and I'm married as well for 2323 years. That's great. Is your daughter involved in lots of activities? Okay, and then she must have responded to something else there. What about you? Do you have other hobbies? Oh, sure. I enjoy baking, gardening, knitting and going on vacation, etc. So first of all right here, she has two side hustles. So she clearly she's aware of what network marketing is the opportunity, I actually would have steered towards the business here, instead of her kids and her personal life. So she said, I'm currently a consultant for Pampered Chef and 31 gifts. Oh, wow, you have two side hustles. Tell me more about your journey and to being part of both of these organizations. That is profound. And that's gonna get get you into a transformational conversation, right? So I know some companies, you can't be repping multiple companies. I know, there's some stipulations there. I'm not sure if our bond is one of them or not. But if she's doing more than one network marketing, business, there's got to be a reason behind it. Right. So we want to dig into that and really understand that because that's our opportunity to have a transformational conversation. So next time, I want you to make sure you're steering the conversation to where she needs you to go, not where you feel comfortable going or want to go. Okay, because clearly, she has the business mindset here. And I think it was off topic to go into the KidZone here. Okay. All right. So let's go back down here. Oh, sure. I enjoy baking and going on vacation. Okay, so I understand where you're going here where you want to connect with her through her like personal interests or activities. But once again, transformational selling doesn't require for you to know her hobbies where she wants to go on vacation, all of these things, it just requires that you connect with her on a in a heart centered way. And so for somebody that I see who has who claims to be super busy with her 15 year old daughter, and is also managing two side hustles that's where I want to go deep with not this other stuff that is technically pretty fluffy for this person. So making sure that we're connecting in a way that puts us in a position to serve someone is really, really important. So let's continue on here. Okay, let's see here. Alaska, Haitian Hawaii heading to Florida tomorrow. Okay, so right here so have you been to Florida Morrow I would have been like how it must feel amazing to have that type of freedom in your life. Have you always had that kind of freedom? Okay, so now you're getting back to her heart transfer? Matt relationally connecting you can't transformational Excel. Unless you're transformational. Lee connected. And that is heart centered selling, serving over selling. Right. All right. So no, unfortunately, oh, how come you accepted the invite? So with an exclamation point, that might sound like kind of rude in a message. Right? So and like, clearly, like she's not going to change her vacation. So there's no undoing it. So there's no reason to say then why'd you accept the invite? I would just say something along the lines of oh, we're totally gonna miss you at the party. Would you like to connect when you get back from your vacation? I would love to share some blank. Okay. Let's see here. I must have forgotten. Okay, let's see here. Okay, I'm just reading through all of this. Um, I must have forgotten. Okay. And then she, I'm a little I can't tell who shared this. So did she share this back? Or did or did you? I can't tell where this one's coming from. Oh, she shared it. Okay, so I don't I'm not sure why. Okay, that's fine. We can just skip through that a little bit. All right. So let's see here. This was March 11. So I'm confused. So you already got to know her. So why are we going back to this? God invited you the Arbonne primary goals just know everybody. So she's not going to be there. I guess I'm a little bit confused here. Can you clarify what she's not attending versus what she is attending?

Michelle Terpstra

10:07

Okay, so it's an online party, but she's not attending something else. What is she can you do? Can you explain what she is attending versus what she's not attending? And if you want to take yourself off mute and just answer it, if that's easier, then

Speaker 2

10:24

that's fine. Okay. Okay. I think it's probably better if I did this. Yeah. Great. So looking at this now, as you're talking about it, I'm thinking, Yes, I definitely did not do the conversation, justice. And you were right. I guess what I was just, I was just frustrated because she's saying she's not attending the party. But then she's sending me all these links to join these other online parties.

Michelle Terpstra

10:52

Okay, so this was her. So the links she was sharing up here, this is her party's not yours. Is that right? Yes. Okay. So she's, I mean, she's flipping the script,

Unknown Speaker

11:02

she is totally flipping, right.

Michelle Terpstra

11:05

I mean, that's what it is. So she's great. You're gonna pitch me I'm gonna pitch you back. So now it's like a pitch pitch, right? So like, let's just call like, sometimes you just have to laugh a little bit to not take, seriously. So one thing is like, you can never judge yourself, or feel like, oh, wow, like, that didn't feel good. I can't believe I didn't do that, or this or that. You just gotta go like, Oh, yeah, that's right. Okay, I'm not gonna do that next time. And now I see that she was flipping the script on me, right. So take it with a grain of salt, and just learn from it and move on and serve better than next time. It's really crucial that we keep in that forward momentum and our selling mindsets, we don't get discouraged or upset, or it or it starts to impact our visibility and our ability to share things. Right. Right. So when someone flips the script on you like this, you have to acknowledge it, right. So just skipping over it, then isn't going to isn't going to help you and just say, hey, thanks so much for sharing the pantry party with me, I'll be sure to check it out. Right. And you don't have to, but just acknowledge that it came through, right. And then and coming back into here, you have so much context now that this feels like a copy and paste. And I was also I would also tell you to leave off some of these explanation points. Because it sounds like someone shouting at me on Messenger, right? And so I think in the cool thing about reviewing these conversations is once you see it, you're like, Oh, right. And you're like, Okay, I'll fix that later. So we want just remember that it's really easy for someone to meet misunderstood when you're typing, and you're using different types of like exclamation points or question marks or emojis. And it's really, really easy to be to miss communicate. So we just need to check in and make sure that you know, we and because she has a network marketing business, she knows you come to the party by the Thing You Do you know what I mean? She already knows what to expect, too. So just being more frank with her and just saying like, hey, Brenda, like, thank you so much the other day for sharing your online parties, did you have any time to jump into ours? Or were you busy with your other ones? Right, how to go for you. And relating with her. And one key thing that you've said, which I think is really common, and I'm going to bring up right now is that you were frustrated, which is totally normal. Anyone who's ever sold anything in their life has had a moment of frustration, or lots of moments, right? So that's actually a really a normal, a normal emotional roller coaster to come through. However, do not engage when you feel frustrated. Okay, go have your time go workout punching bag, and take a walk, drink a tea, have a glass of wine, whatever you got to do. And I seriously do a punching bag in my basement and recommend it right. So just get it out, move the energy through and then show up your, your your full self and these conversations. Okay? And I think that that's enough feedback for this conversation. Because you're I don't want to teach you too much right now and then you can't put it into action. So I'm not even going to finish this because I feel like that's a lot for you to work on. And I'm excited for you. And I believe that um, your next conversation will look way different than this All right, awesome. Yay. All right, moving right on

Michelle Terpstra

14:38

okay, oh, all right. So let's see if Kathy got my ADD to Office and then re responded Oh, she did up here perfect. Beauty of one simple automation of auto reply. Okay. So we have Kathy creaky Yeah. I help statement I guide discouraged moms struggling with their health find more energy and motivation in order to be more active with their family. What do you sell is Plexus? What did you do? Well started well and asked a problem question. Where would you like support? How do I move on from here since I didn't follow up shortly after, and now it's been a month? What was the final outcome of the conversation? Let's see here. Never opened responded. Alright. So first of all, when it comes to lead management, because this is a real thing, right? Like all the conversations, keeping things straight, understanding where your opportunities are, I know that Bob and his team created your lead tracker for you. It's really, really important you use it, okay? Because it is there is no human on this planet that can keep track of all of these conversations. That's why pipeline management exists. And that is why the lead system exists. It is so easy. It is so easy to to forget to follow up to forget what your last thing was to know who you need to follow up with that day. So please, please, please, if you're not doing it, start doing it out and if you are doing it, but you're still missing opportunities, sit back and decide like what you need to change in your processes in order not to miss those follow ups. Okay. Okay, now let's go ahead and jump in. Okay, so she also says, we've been talking off and on for a few years, I presented the products a few years back, and she wasn't interested at the time. Okay, here we go. Oh, this one short and concise. Hey, Shelby, how was your weekend? It was really good. Thanks for asking. Hope yours was too. That's great. Mine was full.

Speaker 2

16:53

Right. Okay. Um, wait, hold on. Gosh, sometimes I get

Michelle Terpstra

17:06

online. Okay. Well, someone just make sure I'm seeing this correctly. The blue is the blue is Kathy. Right. Well, someone I feel like I'm hallucinating right now. But blue is Kathy and then the gray is Shelby right. Well, someone please just tell me I'm not going crazy here. Okay, thank you. All right. Sometimes I just My eyes are like, Oh, all right. Hi, Shelby. How was your weekend was really good. Thanks for asking. Hope yours was great to mine was full of sick kids. But thankfully, they're on the mend. Did you do anything fun this weekend? Oh, that's such a bummer. When they're sick. We spend time with family on family time is always great. What do you enjoy doing as a family? Well, every Sunday evening, we go to my grandma's along with my parents and my brother and sister in law and also my mom's siblings and cousins. Oh, that's fun. Okay. So this is the thing, if you want to end a conversation, put a period or an exclamation point at it. Okay, that is 100%. The conversation is done. So you had traction going? And then instead of asking a question like you did so well, and all these other ones, you skip the question mark, and you did an exclamation point. That's why you got a heart and no other response. Okay, so that's my first piece of feedback. Second piece of feedback, is this follow up question has absolutely nothing to do with what you talked about before. And it's completely out of left field and out of context. So it's not an appropriate conversation to reengage with somebody when you have a period of time, where it's lapsed, and you're not communicating, go back to what you were originally talking about to re engage. Okay. So for example, here, let's say you stopped it, that spawn heart, go back and say, and say, Hey, so I was thinking about you this weekend, or I was thinking about you today, because we're gonna go get together with all of our family on Saturday. And I know how much fun that is. How's your week going? super casual to just reengage, and it's in context, right? To it's in context to the conversation as well. So it doesn't feel like it's coming out of left field. And that goes for any type of conversation, you need to make sure that like, if you took away all of their responses, would that conversation still make a perfect flow? And audit your own conversations that way? Okay. So jumping into self care, and if you've already presented products, like she's super aware that you sell things, right. And so this just feels incongruent. So at this point, what I would do is I would wait for Shelby to have something on our social media, again, like a story or a post, and you can spend some time reading Engaging and hopefully she has a story so that you can like double tap it for a heart or ask a question. And I would start all over in this conversation and get back to rapport building so that she doesn't feel like she's being sold to buy a transition that isn't really congruent to the conversation. Okay, so that's what my recommendation is to get back into Shelby's space. But also, if you've been talking on and off for a few years, that's a little bit of a tough one not to say that she would never buy the products or join your team. But if she's aware of those things that I would, I would be a little bit more proactive of getting to the point because she already knows what you do. And you don't want her to think that you're that you're just jumping back in the DM to like start selling or to revisit things. So if you have ongoing conversations like built, bring anything back be like, hey, remember when we talked about this XYZ product? And you told me that you weren't feeling good about XY and Z? Like did you find an alternative that made you feel better I wanted to check back in with you and make sure that you had alleviated that pain. That way more powerful, right? So that's what my recommendation is for this conversation and any others that are like that. Okay, let's go ahead and jump in to the next one. Give me one quick second. Hold on one minute.

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